Mònica Roig
Barcelona
Summary
Proactive and goal-oriented professional with excellent time management and problem-solving skills. Known for reliability and adaptability, with swift capacity to learn and apply new skills. Committed to leveraging these qualities to drive team success and contribute to organizational growth.
Overview
20
20
years of professional experience
Work History
Global Sales & Business Development Director
Monta
01.2025 - Current
- Initiated cross-functional collaborations with multiple departments, improving communication and project outcomes.
- Developed training plans and performance improvement plans to address skill set gaps.
- Mentored junior team members, facilitating their professional growth and increasing overall team performance.
- Established clear performance metrics for the Business Development team that encouraged accountability and fostered a results-oriented work environment.
- Collaborated with marketing department to maintain proper branding.
- Implemented systems and procedures to increase sales.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
Head of Global Sales & Business Development Manager
Monta
06.2023 - 01.2025
- Build, manage, and train a high-performing team of sales development representatives in Europe to make the team the lead Generator specialist
- Recruit centralized team that is multilingual and able to support 8 countries
- Identify and develop new business opportunities by researching and targeting key accounts in the European market
- Work closely with RevOps and market research team to optimize SQO delivery
- Collaborate with other departments to create and execute sales strategies
- Analyze sales data and metrics to identify areas for improvement and make data-driven decisions
- Attend and represent the company at industry events and conferences in Europe
- Manage and support the AEs in identifying and closing large deals
- Leading and Managing the commercial team in Europe, Hiring training, setting sales Targets
- Focus in Sales Pipeline management
- Creating and implementing effective sales strategies to achieve revenue targets
- Developing sales plans, setting achievable goals and forecast
- Working closely with the relevant departments, in order to make sure deals are closed in timely and proper manner
- Such as marketing, product development, CSM
- Tracking Sales performance, preparing regular reports understanding their needs, addressing concerns
Director, International Commercial Sales
Red Points
05.2021 - 06.2023
- Provide coaching and best practices to Account Executives and Sales Development Representatives, enabling them to meet or exceed sales targets
- Partner with the sales team to provide strategic and operational guidance throughout the sales cycle
- Responsible for forecast accuracy, pipeline hygiene, and pipeline generation
- Constantly monitoring progress, quality and costs
- Reporting regularly to executives about project progress
Director Sales Operations
Red Points
02.2021 - 05.2023
- Coordinated sales forecasting, planning, and budgeting processes
- Partnered with sales leaders to continuously identify opportunities for process improvements, and removed bottlenecks to support account executives in achieving their quotas
- Drove alignment on key objectives across the sales organization
- Supported the development and rollout of new reporting tools and sales enablement technologies
- Defined and led training and enablement sessions to sales, sales leadership, and sales support
- Supported the quota setting and allocation process through Salesforce
Head of APJ Deal Management
Workday
08.2019 - 01.2021
- Leading the APJ Deal Management team to provide strategic, cross-functional and comprehensive assistant to the Sales, working directly with Sales, Legal, Operations in developing strategies for complex deals
- Focus areas:
- - Provide sales training and enablement of quoting, pricing, and process requirements
- - Develop, implement the end-to-end process of deal review, pricing model governance
- - Leading and managing critical strategic processes, performing financial analysis of costs and prices for the negotiation strategy
- - Deal structuring and support other internal stakeholders throughout the sales cycle
- - Collaborate with Sales Operations to ensure the deal operation process is followed
- - Partner with cross-functional leadership teams on process implementation
- - Lead review of the deal-specific models and ensure Pricing and commercials are accurate
- - Provide guidance on complex deal structures
- - Collaborate with senior business stakeholders
- - Drive process improvement in within the APJ team
- - Ensure policies and processes are enforced and communicated
- - Communicate across all levels, including senior management
Senior Deal Manager
Workday
05.2017 - 02.2019
- Key business partner to the Continental Europe, DACH and UK sales leaders
- Led deal structuring throughout the sales cycle, including generating contracts and driving the approval process
- Communicated monthly metrics and trends on deal quality to sales and sales operations leaders
- Advised sales and sales operations leaders on deal and business execution, serving as a key contributor to business reviews and forecast meetings
- Developed and led enablement sessions with account executives, sharing best practices for deal management
- Conducted ad-hoc, data-driven root cause analysis on performance issues and provided recommendations to sales leaders
- Leveraged analytical and operational insights to identify opportunities for improvement across people, processes, policies and systems
Deal Manager
Workday
07.2014 - 02.2017
- Performs budgeting
- Planning, and analysis activities for sales operations
- Reviews capital expenditures and analyzes sales-related expenses associated with such things as the order pipeline, bookings, revenue forecasting, revenue reporting, sales productivity and goal attainment
- Performs regular variance analysis for expenses and budgets
- Evaluates pricing structures to ensure fit with company objectives
- Effectively incorporates client delivery schedules and operational changes into future revenue forecasts and revenue timeline considerations
- Maintains and enhances sales force automation systems, product/service costing models, and margin management tools/systems to effectively monitor and manage revenue/expenses
- Develop sales quote tools
Strategic Senior Sales Representative
ServiceSource
04.2014 - 07.2014
- Negotiated maintenance pricing with customers, whilst striving to increase our revenue and maximize margins
- Minimized lost revenue by developing win-back strategies for deals at risk
- Drove key initiatives and growth plans (reduced average discount rates, Launched new pricing models, increased customer conversions, improved data management)
- Led forecast reviews to ensure a robust opportunity pipeline, planning account strategies in line with quarterly quotas
- Managed administrative activities to support the sales process (quote management, reporting, CRM tracking, bad debt resolution)
- Participated in the development and implementation of new processes for the renewals organization
Senior Sales Representative
ServiceSource
10.2013 - 07.2014
- Discuss and negotiate maintenance pricing, whilst striving to drive maintenance revenue
- Minimise the value of lost revenue per quarter by developing win-back strategies for deals at risk
- Support and drive key initiatives and growth plan (reducing discounts, new pricing models, conversions, data management)
- Adhere to business guide lines and policies to maximize margins on all renewals
- Hold regular forecast reviews with team manager to ensure a fluid pipeline of opportunity for current and future quarters, planning account strategies in line with quarterly quotas
- Manage the completion of all back office tasks (GAFs/quotes sent, general reporting, CRM tracking, bad debt resolution)
- Participates in the development and implementation of new processes for Renewals organization in EMEA
- Work with and support peers from other teams, by getting involved in site functions, cross functional networking and problem resolution with colleagues
- Follows up with customers to establish relationships, handle queries and negotiate final quotation
Account Representative
ServiceSource
03.2012 - 09.2013
- Increased customer satisfaction ratings through proactive and actionable resolutions to questions, concerns, or challenges.
- Contacted customers to assess satisfaction and current needs.
- Implemented customized account plans to meet individual client needs.
- Managed a portfolio of multiple accounts, ensuring timely delivery of products and services while maintaining strong relationships with clients.
- Analyzed accounts for delinquencies and other ongoing issues.
- Consistently exceeded quota expectations leading the way among fellow representatives.
- Provided regular performance updates to management on account portfolio status, ensuring transparency throughout the organization.
- Retained high-value clients by providing exceptional support and personalized service.
- Fostered long-term business relationships, ensuring robust and loyal client base through regular follow-ups.
- Tailored communication strategies for different client segments, resulting in more effective and impactful interactions.
- Managed diverse client portfolio, adapting strategies to meet unique needs of each account and drive success.
- Advocated for clients within company, ensuring their feedback and needs were prioritized in product development.
Inside Sales Representative
ServiceSource
01.2011 - 02.2012
- Answered customers' questions regarding products, prices, and availability.
- Enhanced customer satisfaction through attentive service, addressing concerns promptly, and offering tailored solutions.
- Managed friendly and professional customer interactions.
- Determined needs, delivered solutions, and overcame objections through consultative selling skills.
Office Administrator
ServiceSource
02.2010 - 12.2010
- Maintained electronic and paper filing systems for easy retrieval of information.
- Reconciled account files and produced monthly reports.
- Reduced administrative errors by diligently proofreading office documents and maintaining accurate records.
Sales Support Administrator
CIT
08.2005 - 02.2009
- Sales Support Administrator within the Originations Team
- I was first part of the Spanish team, Creating quotes and did the compliance for booking
- Then change to be part of the European sales support team where I Generate new documentation and customer contracts from Sales proposals, Entered invoices, updates and maintained customer and sales database, I was also Selected as first administrator to develop process to approved and release orders from customers once all contracts and documents were correctly completed
- I was required to assist day to day operational work of other specialized areas and on project work when needed
- Also I did cross training to new starters
Education
High School Diploma -
Menendez Pidal
Barcelona06-1997
Skills
- Team Leadership
- Strategic planning
- Relationship building and management
- Dependable and responsible
- Forecasting and planning
- Cross-functional collaboration
- Lead qualification
- Business development and planning
- Teamwork and collaboration
- Problem-solving
- Flexible and adaptable
- Multitasking
Websites
Languages
English
Spanish
Catalan
Awards
- Employee of the Month, 2012
- ServiceSource Above and Beyond, 2013
- Sales Employee of the Month, Winner of the Stars-Trip
Pronouns
She/Her
Timeline
Global Sales & Business Development Director
Monta
01.2025 - Current
Head of Global Sales & Business Development Manager
Monta
06.2023 - 01.2025
Director, International Commercial Sales
Red Points
05.2021 - 06.2023
Director Sales Operations
Red Points
02.2021 - 05.2023
Head of APJ Deal Management
Workday
08.2019 - 01.2021
Senior Deal Manager
Workday
05.2017 - 02.2019
Deal Manager
Workday
07.2014 - 02.2017
Strategic Senior Sales Representative
ServiceSource
04.2014 - 07.2014
Senior Sales Representative
ServiceSource
10.2013 - 07.2014
Account Representative
ServiceSource
03.2012 - 09.2013
Inside Sales Representative
ServiceSource
01.2011 - 02.2012
Office Administrator
ServiceSource
02.2010 - 12.2010
Sales Support Administrator
CIT
08.2005 - 02.2009
High School Diploma -
Menendez Pidal
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